Reading...
Play button
Play button
Use LEFT and RIGHT arrow keys to navigate between flashcards;
Use UP and DOWN arrow keys to flip the card;
H to show hint;
A reads text to speech;
26 Cards in this Set
- Front
- Back
|
A form of just in time inventory management where the vendor manages the customer's inventory, and automatically ships and stocks products at the customer's location based on mutually agreed-upon standards.
|
Automatic Replenishment (AR)
|
|
|
Collection of documents that are designed to general sales, and include such items as brochures, sales flyers and fact sheets, and short success stories.
|
Collateral
|
|
|
A comparison of the buyers current situation's costs with the value of the seller's proposed solution. Can also be a comparison of the seller's product with a competitors product.
|
Comparative cost-benefit analysis
|
|
|
The way in which a salesperson's product or service will meet the prospect's need and how that is different from the offerings of competitors, especially the next-best-alternative.
|
Customer Value Proposition
|
|
|
Systems that archive, catalog, and retrieve digital media and text. Used by sales people to create presentation.
|
Digital Collateral Management
|
|
|
Cameras similar to traditional overhead projectors in their ability to display transparencies. However, because they are essentially camera, documents cameras are also capable of displaying any three-dimensional object without the use of transparency. Also called visual presenters.
|
Document Cameras
|
|
|
Distribution stem that drives inventory to the lowest possible levels, increases the frequency of shipping, and automates ordering and inventory control processes without the problems of stock outs and higher costs.
|
Efficient Consumer Response (ECR)
|
|
|
Computer-to-Computer linkages between suppliers and buyers for information sharing about sales, production, shipment, and receipt of products.
|
Electronic Date Interchange (EDI)
|
|
|
A digital version of an easel
|
Electronic Whiteboard
|
|
|
Presentation rooms set aside to highlight a company's products and capabilities.
|
Executive Briefing Center
|
|
|
Written documents provided to buyers before, during, or after a meeting to help them remember what was said.
|
Handouts
|
|
|
Measure of how efficiently a retailer manages inventory; calculated by dividing net sales by inventory.
|
Inventory Turnover
|
|
|
Method of attracting as many of the senses (hearing, sight, touch, taste, and smell) as possible
|
Multiple-sense appeals
|
|
|
The investment minus the net value today for future cash inflows (discounted back to their present value today at the firm's cost of capital)
|
Net Present Value (NPV)
|
|
|
The return a buyer would have earned from a different use of the same investment capital
|
Opportunity Cost
|
|
|
Length of time it takes for investment cash outflows to be returned in the form of cash inflows or savings.
|
Payback Period
|
|
|
Collection of visual aids that can be used to enhance communication during a sales call.
|
Portfolio
|
|
|
The net profit the reseller makes, expressed as a percentage of sales.
|
Profit Margin
|
|
|
Showing the prospect that the cost of the proposal is offset by added value.
|
Quantifying the Solution
|
|
|
Statement issued by a potential buyer desiring bids from several potential vendors for a product. RFPs often include specifications for the product, desired payment terms, and other information helpful to the bidder. Also called request for bids or request for quotes
|
Request for Proposal (RFP)
|
|
|
Net profits (or savings) expected form a given investment, expressed as a percentage of the investment.
|
Return on Investment (ROI)
|
|
|
A system used to archive, catalog, and retrieve digital media and text.
|
Sales Asset Management
|
|
|
Simple listing of the costs and savings that a buyer can expect from an investment.
|
Simple Cost-Benefit Analysis
|
|
|
Statement, usually in the form of a letter, written by a satisfied customer about a product or service.
|
Testimonials
|
|
|
Problem-solving approach for reducing the cost of a product while providing the same level of performance.
|
Value Analysis
|
|
|
Same as Document Cameras.
|
Visual Presenters
|
